Improve your Lead Scoring with Account-Based Scores
Lead scoring is a excellent way to discern the garbage leads from those ready to buy.
Most lead scoring techniques involve behavior and demographic scores.
You can take your scoring to the next level by including an Account-Based score. This score is calculated by how each lead in the company is responding to your marketing efforts.
In reality, this is a more telling metric as to whether or not the company will buy your product.
Our post about Account-Based Lead Scoring explains how to effectively calculate and integrate this score with your existing scoring techniques.